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Markus Hill
MH Services & Partner
International Expansion -
Initial Thoughts
MH Services
The International Propositon
• The prospect of leveraging your expertise to reach large pools of new customers outside your
home market is tempting.
• Many asset managers have expanded overseas either on their own or as a result of having
been acquired by a foreign entity.
• International expansion has brought benefits to many, but not all. Moreover, it is more
complicated than one might suppose or hope. Success may require your organization to adapt
existing skills and gain new ones in every area. Success may not come from your „flagship“
products or even from your most familiar client type.
• Why are you thinking about expanding overseas? What are your objectives? Growth?
Diversification? It is important to align your expectations with reality. If not, you may give up
too easily in the wake of disappointment or completely forego a very promising expansion of
your business.
2
MH Services
The Non-U.S. Markets: Basics
• The international markets are big. However, even within Europe, they are very heterogeneous
in terms of distribution arrangements, investor risk tolerance, packaging preferences, and
regulations. Buying patterns are quite different from those you may be accustomed to. Sales
efforts, therefore, must be targeted in terms of geography and segment.
• The entire retail market is not accessible. Guided architecture is well established only in the
high-net worth segment, and fund-of-fund products are popular. Captive/affiliated managers
continue to dominate mass retail, even though fund products are under pressure.
• With the exception of existing mandates, domestic managers are no longer assumed to be
better. Competition in most categories is intense. Fund selection can be as rigorous as in your
home country.
• Sales strategies and compensation arrangements, which have proven successful domestically,
may deliver little internationally. Regional servicing is essential.
3
MH Services
Are You Well Positioned to Go Overseas?
• Do you recognize that there is no single international market as such?
• Do your existing products have appeal on a global scale? Do you have a clear record of
generating „alpha“? Can your products be differentiated from suppliers who are already
established internationally?
• Do you have untapped capabilities that could be extended to create new products of
interest to investors outside of your home country?
• Which is (are) your strongest channel(s) domestically? How relevant will that sales,
servicing, and administrative know-how be internationally? How important has your brand
or consultant support been to your success so far?
• Will your organization accept changes to meet the needs of an initially small group of
foreign or international prospects/clients? Can your organization adjust to different
client/distributor/staff behaviors?
• Do you have portfolio management offices outside your country whose activities might be
expanded to include distribution? Do you have affiliates whose knowledge or
infrastructure you can tap?
4
MH Services
A Possible Decision-making Process:
Stage 1
• Identify your existing product offerings and capabilities with the greatest potential
interest to foreign investors. If demand is currently modest, what would trigger increased
demand?
• Identify geographic markets (e.g., Germany, Austria, Switzerland) with greatest demand
for your product strengths.
• Identify the channels (e.g., independent financial advisors, private banks) most likely to
be receptive to your expertise; evaluate the competition, servicing, staffing, administrative
and regulatory requirements and prevailing fee practices of promising channels.
• Determine the best vehicles to win business (e.g., white labelling, Lux or Ireland fund
family, fund-of-funds) and their legal, administrative, and staffing requirements.
5
MH Services
A Possible Decision-making Process:
Stage 2
• Test preliminary assessments in the field. Adjust ideas accordingly. If a strong, internal
„champion“ of international expansion is not visible by this stage at the latest, the idea
probably should be dropped.
• Develop business plans with preferably at least two scenarios. The plans will address
issues such as staffing and office locations.
• Identify a few combinations of markets and channels which (1) offer attractive
risk/return tradeoff and (2) you can afford to address properly.
• Proposals might be very limited in scope or very bold, depending on the quality of the
perceived opportunities, your resources, and your tolerance for risk/change.
• Decide whether you will pursue international expansion.
• If you decide to expand, move to the implementation stage. Adjust your initial goals for
international expansion to reflect the results of the decision-making process.
6
MH Services
Conducting the Analysis & Creating the
Strategy
There are three important contributors to the analysis and recommendations:
• Your Staff: The decision, whether „yes“ or „no“, is more likely to be fully accepted
internally and acted upon with 100% commitment, if it is based on an analysis in which
your own staff has been heavily involved, albeit with external input and guidance.
• Independent Market Research Provider: To support Steps B – C and possibly D - E of
the decision-making process. They are the best source of data relating to sales/redemption
activity and new product launches.
• External Business Strategist: He or she insures that the project is well designed and
covers all material issues. He or she provides an objective assessment of your product
expertise and your competitive position in foreign markets. He or she puts statistical
market research results into context based on personal knowledge of actual buyer behavior
and brings experience to bear on how to win business and on how to create cost-effective
business plans. The external business strategist works in such a way that your team
genuinely owns the decision and subsequent outcome.
7
MH Services
The Next Stage: Implementing Your Strategy
8
MH Services
What to Bear in Mind when Thinking About
External Support
• Having access to deep, „first hand“ experience in winning business in the relevant markets
and channels is an invaluable advantage when developing a distribution strategy with a high
likelihood of successful implementation.
• Execution is important. Although great execution cannot salvage an ill-conceived strategy,
success will be elusive unless sound strategy is accompanied by good, cost-effective
execution.
• Most strategy consultants leave execution up to you, even though it is of crucial importance.
Or, they are ill-equipped to deliver top-quality, tailored „hands on“ support covering every
aspect of your execution program. Wouldn‘t you prefer to work with one team able to meet
the full range of your needs?
• Having the right distribution team is essential to success. A well-connected consultant
specializing in distribution can accelerate the process of identifying suitable candidates,
improve screening and lower the overall cost.
9
MH Services
Are You Looking for Market Entry
„Roadmaps & Roadside Assistance“?
• Assessing the sales potential of asset management products with banks, IFAs, insurers and
Funds-of-Funds (institutional clients) in Germany.
• Formulating strategies to fully capture sales potential in Germany, including prioritizing
prospects, sales/services team size, deciding whether or not to have an office in Germany,
advertising/sales support budgets, incentive design, sales/servicing document design, finding a
legal/regulatory advisor.
• Advising sales strategy execution, including how to approach prospects, road show design and
coordination, whether and how to sponsor roundtables or conferences, establishing contacts
with consultants, acting as a guide in meetings with fund buyers’ gatekeepers.
• Developing PR programs to support sales efforts and guide their implementation.
• Evaluating the effectiveness of on-going sales/servicing efforts.
• Identifying candidates for German sales/marketing teams.
• Limiting client losses in the event of disappointing investment or servicing performance.
10
MH Services
Markus Hill
Markus Hill (MSc in Economics) is an independent asset management consultant based in Frankfurt,
Germany Professional experience includes SEB Bank and Credit Suisse Asset Management. In
addition, he worked as head of sales and PR for a German fund boutique. Since 2005 he specialized
in the management of mandates, sales, marketing, and PR (consulting, "introducing"). Markus is also
involved in selecting themes in the specialist areas of target funds with a multi-management aspect,
fund boutiques and mutual funds for institutional investors (product scouting, fund selection).
Furthermore he is actively engaged in cooperation with the market-leading Private Label
Funds/Master KAG in Germany (Universal-Investment) promoting the idea of independent asset
management and was the Co-Initiator of the first all-German Consultant survey in 2005 and the first
"UCITS-survey" in 2003. Market entry into Germany, behavior of fund selectors and fund providers
in German asset management industry are often discussed by him, e.g. in his asset-management-
publication MH-Focus. Through many articles, columns and presentations (national and
international) he has become a highly recognized expert in the German asset management industry.
"Industry multiplier" is a term often used by journalists and clients to describe his style and
personality.
(Markus Hill/ MH Services assigned in the role of Media Partner for: UCITS Alternatives
Conference in Zürich, September 2011)
11
MH Services
Contact Information
MH Services
12
Markus Hill
CEO
T: +49 (0) 69 280 714
M: +49 163 4616179
Email: info@markus-hill.com
Website: www.markus-hill.com
Mary Daute
Assistant Manager
T: +49 (0) 69 280 714
M: +49 176 6336 094
Email: mary.daute@markus-hill.com
Website: www.markus-hill.com
Beatrix Biesemann
Project Assistant
T: +49 (0) 69 280 714
Email: beatrix.biesemann@markus-hill.com
Website: www.markus-hill.com

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International Expansion & Market Entry Germany: Initial Thoughts & Services

  • 1. Markus Hill MH Services & Partner International Expansion - Initial Thoughts
  • 2. MH Services The International Propositon • The prospect of leveraging your expertise to reach large pools of new customers outside your home market is tempting. • Many asset managers have expanded overseas either on their own or as a result of having been acquired by a foreign entity. • International expansion has brought benefits to many, but not all. Moreover, it is more complicated than one might suppose or hope. Success may require your organization to adapt existing skills and gain new ones in every area. Success may not come from your „flagship“ products or even from your most familiar client type. • Why are you thinking about expanding overseas? What are your objectives? Growth? Diversification? It is important to align your expectations with reality. If not, you may give up too easily in the wake of disappointment or completely forego a very promising expansion of your business. 2
  • 3. MH Services The Non-U.S. Markets: Basics • The international markets are big. However, even within Europe, they are very heterogeneous in terms of distribution arrangements, investor risk tolerance, packaging preferences, and regulations. Buying patterns are quite different from those you may be accustomed to. Sales efforts, therefore, must be targeted in terms of geography and segment. • The entire retail market is not accessible. Guided architecture is well established only in the high-net worth segment, and fund-of-fund products are popular. Captive/affiliated managers continue to dominate mass retail, even though fund products are under pressure. • With the exception of existing mandates, domestic managers are no longer assumed to be better. Competition in most categories is intense. Fund selection can be as rigorous as in your home country. • Sales strategies and compensation arrangements, which have proven successful domestically, may deliver little internationally. Regional servicing is essential. 3
  • 4. MH Services Are You Well Positioned to Go Overseas? • Do you recognize that there is no single international market as such? • Do your existing products have appeal on a global scale? Do you have a clear record of generating „alpha“? Can your products be differentiated from suppliers who are already established internationally? • Do you have untapped capabilities that could be extended to create new products of interest to investors outside of your home country? • Which is (are) your strongest channel(s) domestically? How relevant will that sales, servicing, and administrative know-how be internationally? How important has your brand or consultant support been to your success so far? • Will your organization accept changes to meet the needs of an initially small group of foreign or international prospects/clients? Can your organization adjust to different client/distributor/staff behaviors? • Do you have portfolio management offices outside your country whose activities might be expanded to include distribution? Do you have affiliates whose knowledge or infrastructure you can tap? 4
  • 5. MH Services A Possible Decision-making Process: Stage 1 • Identify your existing product offerings and capabilities with the greatest potential interest to foreign investors. If demand is currently modest, what would trigger increased demand? • Identify geographic markets (e.g., Germany, Austria, Switzerland) with greatest demand for your product strengths. • Identify the channels (e.g., independent financial advisors, private banks) most likely to be receptive to your expertise; evaluate the competition, servicing, staffing, administrative and regulatory requirements and prevailing fee practices of promising channels. • Determine the best vehicles to win business (e.g., white labelling, Lux or Ireland fund family, fund-of-funds) and their legal, administrative, and staffing requirements. 5
  • 6. MH Services A Possible Decision-making Process: Stage 2 • Test preliminary assessments in the field. Adjust ideas accordingly. If a strong, internal „champion“ of international expansion is not visible by this stage at the latest, the idea probably should be dropped. • Develop business plans with preferably at least two scenarios. The plans will address issues such as staffing and office locations. • Identify a few combinations of markets and channels which (1) offer attractive risk/return tradeoff and (2) you can afford to address properly. • Proposals might be very limited in scope or very bold, depending on the quality of the perceived opportunities, your resources, and your tolerance for risk/change. • Decide whether you will pursue international expansion. • If you decide to expand, move to the implementation stage. Adjust your initial goals for international expansion to reflect the results of the decision-making process. 6
  • 7. MH Services Conducting the Analysis & Creating the Strategy There are three important contributors to the analysis and recommendations: • Your Staff: The decision, whether „yes“ or „no“, is more likely to be fully accepted internally and acted upon with 100% commitment, if it is based on an analysis in which your own staff has been heavily involved, albeit with external input and guidance. • Independent Market Research Provider: To support Steps B – C and possibly D - E of the decision-making process. They are the best source of data relating to sales/redemption activity and new product launches. • External Business Strategist: He or she insures that the project is well designed and covers all material issues. He or she provides an objective assessment of your product expertise and your competitive position in foreign markets. He or she puts statistical market research results into context based on personal knowledge of actual buyer behavior and brings experience to bear on how to win business and on how to create cost-effective business plans. The external business strategist works in such a way that your team genuinely owns the decision and subsequent outcome. 7
  • 8. MH Services The Next Stage: Implementing Your Strategy 8
  • 9. MH Services What to Bear in Mind when Thinking About External Support • Having access to deep, „first hand“ experience in winning business in the relevant markets and channels is an invaluable advantage when developing a distribution strategy with a high likelihood of successful implementation. • Execution is important. Although great execution cannot salvage an ill-conceived strategy, success will be elusive unless sound strategy is accompanied by good, cost-effective execution. • Most strategy consultants leave execution up to you, even though it is of crucial importance. Or, they are ill-equipped to deliver top-quality, tailored „hands on“ support covering every aspect of your execution program. Wouldn‘t you prefer to work with one team able to meet the full range of your needs? • Having the right distribution team is essential to success. A well-connected consultant specializing in distribution can accelerate the process of identifying suitable candidates, improve screening and lower the overall cost. 9
  • 10. MH Services Are You Looking for Market Entry „Roadmaps & Roadside Assistance“? • Assessing the sales potential of asset management products with banks, IFAs, insurers and Funds-of-Funds (institutional clients) in Germany. • Formulating strategies to fully capture sales potential in Germany, including prioritizing prospects, sales/services team size, deciding whether or not to have an office in Germany, advertising/sales support budgets, incentive design, sales/servicing document design, finding a legal/regulatory advisor. • Advising sales strategy execution, including how to approach prospects, road show design and coordination, whether and how to sponsor roundtables or conferences, establishing contacts with consultants, acting as a guide in meetings with fund buyers’ gatekeepers. • Developing PR programs to support sales efforts and guide their implementation. • Evaluating the effectiveness of on-going sales/servicing efforts. • Identifying candidates for German sales/marketing teams. • Limiting client losses in the event of disappointing investment or servicing performance. 10
  • 11. MH Services Markus Hill Markus Hill (MSc in Economics) is an independent asset management consultant based in Frankfurt, Germany Professional experience includes SEB Bank and Credit Suisse Asset Management. In addition, he worked as head of sales and PR for a German fund boutique. Since 2005 he specialized in the management of mandates, sales, marketing, and PR (consulting, "introducing"). Markus is also involved in selecting themes in the specialist areas of target funds with a multi-management aspect, fund boutiques and mutual funds for institutional investors (product scouting, fund selection). Furthermore he is actively engaged in cooperation with the market-leading Private Label Funds/Master KAG in Germany (Universal-Investment) promoting the idea of independent asset management and was the Co-Initiator of the first all-German Consultant survey in 2005 and the first "UCITS-survey" in 2003. Market entry into Germany, behavior of fund selectors and fund providers in German asset management industry are often discussed by him, e.g. in his asset-management- publication MH-Focus. Through many articles, columns and presentations (national and international) he has become a highly recognized expert in the German asset management industry. "Industry multiplier" is a term often used by journalists and clients to describe his style and personality. (Markus Hill/ MH Services assigned in the role of Media Partner for: UCITS Alternatives Conference in Zürich, September 2011) 11
  • 12. MH Services Contact Information MH Services 12 Markus Hill CEO T: +49 (0) 69 280 714 M: +49 163 4616179 Email: info@markus-hill.com Website: www.markus-hill.com Mary Daute Assistant Manager T: +49 (0) 69 280 714 M: +49 176 6336 094 Email: mary.daute@markus-hill.com Website: www.markus-hill.com Beatrix Biesemann Project Assistant T: +49 (0) 69 280 714 Email: beatrix.biesemann@markus-hill.com Website: www.markus-hill.com